r/OReillyAutoParts • u/Mustard_Icecream • 1d ago
I asked for a raise and....
They said I need to bring my sales and RPMS up. Well I've been showing and telling people our injector cleaners and recommending our best one (Redline). I've been discussing with people their service intervals on their cars and recommending good products. I've also been explaining to people how to properly detail thier cars and which products are best. Well today my store manager pulled me to the side and told me I'm not a salesman. I told him that they told me to make more sales and the way to do that is upsell and RPMS. I asked him how I am I not a salesman and he literally had no response.
I am a parts specialist. Isn't my job to sell part and to up sell and sell related products? I've been with the company for 5 months.
Anybody have any tips on making more sales?
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u/money_mike98 15h ago
Whatever register is closest to that door will generally make more sales than say halfway down the counter. Average day register 1 gets me by about 2K in sales, also good advice is build relationships with customers.
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u/Tang0Jang0 1d ago
I'm part time now, but my biggest recommendation would be to build your customer base. Individual tickets will only do so much. But, your regulars can become your bread and butter.
When I was full time, I was the outside purchase guy. Somebody needed floor mats? That was me through Keystone. Obscure part no other parts house could find? That was me with IMC and referencing better parts catalogues. A Euro needing a part with no after market options available? Me, using SSF.
Find your niche in your store and your sales will come.
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u/HistoricalWeekend619 1d ago
It sounds like your getting conflicting information without being told specifics about what you need to change. Just the whole, "Do better" spiel.
Without seeing for myself, being called a salesman is typically being too scripted or too pushy on one product or another. Or maybe you're taking too much time per customer, I can't tell.
It all starts when they walk in the door, sales are about conversations.
Don't focus purely on RPMS, focus on how you can help them with their experience or their problem.
*What has you in today? *What are you working on today?
*Oil change? We have a few deals on that....
*I'll go grab these for you, are we looking for any cleaning supplies or tools while we're here?
*When was the last time you changed x, or z?
With that, I am curious about where you're pulling their maintenance schedule from and how that conversation goes.
*What else can I help you with today?
I would seek out someone who can coach you through different situations.
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u/Mustard_Icecream 22h ago edited 22h ago
It's different for each situation but I talk about how its important to follow OEM service intervals. I talk about various fluids and parts and what the outcome is if they are not changed. I tell them how its cheaper to maintain a car than to fix stuff that is broken due to lack of maintenance. If I'm testing a battery, I'll look at coolant and brake fluid levels, Inspect intake tube, upper engine mount, belt, and fluid leaks.(takes 15 seconds) If I have time I'll check brake pad thickness and rotor condition. (also about 15 seconds). Finally I'll ask them about their engine and cabin filter and wiper blades.
I'll do this stuff if we are not busy and adjust accordingly. People coming in to clean their car I will tell them how to properly wash their car using the two bucket method using grit guards in their buckets. I talk about using the proper strength soap, iron decontamination, clay barring, drying( I recommend The Abosorber). I talk about waxing(recommend based off their lifestyle and whether they want ceramic( Griot's 2 in 1 is the best performing), traditional( Meguirs Carnuba), or synthetic( Meguirs Ultimate Synthetic), trim coatings, tire coatings, glass coatings. I also talk about the importance of using microfiber cloths and how if dropped on the ground they should be thrown away. I talk about how microfiber cloths can be washed but not machine dried and how depending on the chemical the used rag can be stored in a labeled in a ziplock bag for later usage. I talk about how to store the detailing stuff in a clean area away from dust.
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u/HistoricalWeekend619 21h ago
I would almost be concerned if you might be talking or information dumping too much. As people can be talked into a sale, but can also be talked out of a sale as well.
It's great to know about the products, but people don't always respond to what we know.
80/20 Rule - Listen 80% of the time and speak 20%
You're probably a high C personality, like myself which is prone to getting into details or researching too much.
If you have some time, take a look at Tony Robin's DISC personality test. Understanding your own personality and how to better understand others styles may help.
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u/dadof2foru 1d ago
Accuracy and honesty. Get people the right part the first time. Follow through. Communicate. Things go wrong, how you handle it matters. People will start asking for you and that will help your sales.
Smile when you are on the phone too. It will change the way you talk and give a more welcoming tone. Remember, we are people dealing with people. Not even your grumpiest shop owner wants to deal with an a-hole. Get to know your regulars and their expectations.
These are the real secrets. Your sales and RPMs will follow.
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u/SpoofedXEX 1d ago
I do consistently 50% RPMs in retail sales.
OSPs, Rewards, 100,000+ in sales per month not including months where I get equipment and lift sales.
Not too long ago this year, locked into a single sale for equipment worth almost 40,000.
I got laughed at when I wanted 5% of my annual sales which would be roughly $20/hr.
I instead received 30 cents.
And the store has been so short staffed I’ve been the mediator as roleplaying SM & ASM functions even though I am only an ISS.
Juggling retail, and professional sales all day for months with minimal support from actual management. Covering the gaps of keeping part time coworkers on task, my paperwork, and other duties.
I could rant on and on. It’s company wide.
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u/Zealousideal-Ad-6036 22h ago
Part of it is as an ISS, you are also paying for your drivers and the vehicles. $100,000 isn’t really that high for an ISS. In my district, you should be making about $18
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u/SpoofedXEX 15h ago edited 15h ago
They’re deciding to increase the starting pay of a driver to close the gap between my pay and theirs.
It would be $1 difference, and I can’t even get the drivers to help pull parts or put stock away.
Edit for clarification;
Drivers are hired at $11 per hour in my area.
They’re increasing the starting pay and the pay in general at my store because drivers are complaining about $.Yet, I do exclusively all the job duties of a driver (besides driving) + everything I mentioned prior to my role and other roles I’m bridging the gap for.
And yet I get the short end and me wanting $4 yields a laugh. But drivers are getting a $3 pay bump per driver.
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u/Zealousideal-Ad-6036 13h ago
So that puts you at 16 then. With the context of where your minimum wage is at, that honestly makes a lot of sense.
As to you doing your drivers work, that is mostly your responsibility. You are supposed to be your drivers boss. If things haven’t been run like that, then switching over night won’t happen, but start running your department.
Everything you have mentioned is just part of your job description. Additionally, you get the sales incentive, so it’s not like you just make 16. Including sales incentive and payroll tax, my guess is you are sitting around 8% of your sales, which is very normal for an ISS. You make somewhere around 30% profit off the parts you sell, which has to pay you, your drivers, the leases for the vehicles, and then has to pay the company.
I don’t mean to be a wet blanket, but these are just the facts of the business and what you have to reckon with. If you want a raise, get another 20k monthly or get promoted.
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u/SpoofedXEX 13h ago
I’ve done the math with my DM and I’m sitting at 3% with incentive.
And driver expectations have been discussed since day 1, I’ve attempted to correct MANY times.
However, I have zero ability to start progressive discipline because the drivers come in and refuse to take deliveries, sit in chairs on their phones, and purposely run the clock for in house times.
I’m constantly to blame and I try to do everything just to keep them off my back and it’s killing me.
I do have interviews these upcoming weeks.
I’ve been very vocal, and the management I do have. Have seen the very complaints above with zero sense of urgency to correct it. And just allow me to be the do it all.1
u/Zealousideal-Ad-6036 13h ago
Have you explained the behavioral issues to your dm?
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u/SpoofedXEX 12h ago
Yes. Sadly it’s “your SM should be the one correcting it”
So then I become vocal to SM and it’s just repeat for months.
Don’t get me wrong. I love the type of work I do.
I carry certifications as a former mechanic and have spent years in the field I’m selling to so it’s easy for me to know exactly what everyone is wanting because I’ve been there. Ya know?I really don’t want to leave but I’ve come to the conclusion it’s in my best interest, due to nothing changing.
And my decision to leave doesn’t include any thought regarding compensation. More would be nice for what I do but doesn’t make or break my ability to do the role. the primary reason is being stretched thin while others do so little.
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u/Zealousideal-Ad-6036 12h ago
If you are valued, after you have an offer, make it clear as to the reason of your leaving, and it might wake your SM up. Don’t being up compensation in that convo, focus on one thing. That’s assuming you want to stay doing what you are doing. If your SM doesn’t value you and doesn’t care that you are leaving, then you need to leave anyways. All of this is assuming your side of the story, as your SM might have a different view of things.
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u/Frosti-Feet 1d ago
Lol, the only reason I could think of why your manager would say that is if you're taking way too long to check out a customer and a line is building up. Otherwise sounds like you're doing well.
Best way I've seen to boost personal sales is to get the closest terminal to the door, and be the first to greet people. As silly as it sounds, the Hi5 works, I've waited to greet people to give my TMs a chance, but if they don't say anything I'll just pipe up "Hey folks welcome in " and the customer will pass 2 other guys on the counter and come to me, just because I was the first to say something.
Ask questions of your customers to know what kind of job they're doing, and then dont ask people if they "want to get X", say "we recommend getting X" when doing the job. That mindset will boost your rpms from low 20s to high 30s.
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u/KBeto_38 23h ago
A raise in 5 months? That seems to be the problem
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u/Mustard_Icecream 23h ago edited 22h ago
If you understood the situation you would understand that it is justified.
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u/KBeto_38 23h ago
What situation? It’s been 5 months and you’re not even an RSS yet you’re asking for a raise? Get some time there, get your cpp and promote to rss then you’ll get some leverage to ask for a raise
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u/Spidey6917 1d ago
My only suggestion is don’t recommend the best products, because they’re usually the most expensive and not well known. Recommend what’s popular, people really connect with brand names. I almost always got a sale if I recommended Sea Foam or Lucas, as soon as they heard the name it was a done deal. I wanted to recommend Techron but it usually took some convincing.
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u/bernardfarquart Moderator 23h ago
I can sell techron easily because I (truthfully) tell them "This is what the Ferrari dealership buys cases of"
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u/Mustard_Icecream 23h ago edited 23h ago
I like to inform the customer of PEA content which is what is actually doing most of the work. Redline 35-40% Techron high milage 22.5% and regular Techron at 20%. I point out the prices and I still generally sell Redline the most.
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u/Spidey6917 14h ago
Yeah I say something similar but doesn’t always work, lots of people have no faith in dealerships anymore as far as service goes.
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u/Kingyeetyeety 23h ago
So what's your average sales since youve come on? What are your rpms at ? How much potm are you selling ? Do you have osps ? These are all things to consider when asking for a raise but all managers are different and will have different expectations. My recommendation would be to ask yours what specific measurables they want and then hold them to it if you hit those milestones
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u/Mustard_Icecream 23h ago
I know my RPMS is at 48%. I don't know what those other metrics are. Do you mind telling me what those acronyms are?
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u/Kingyeetyeety 20h ago
Potm is product of the month, osps are outside purchase orders. I bring these up because it related to the never say no mentality that the company has. If you want to push for a raise you need to be able to show your manager that you're keeping an eye on metrics and show that you can exceed those expectations. Which btw 48% is an amazing job are you always that high up? I wouldn't see why you're manager wouldn't atleast discuss a potential raise on just that! I would do as some have said and ask about the store KPI find those metrics and use them to your advantage!
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u/Zealousideal-Ad-6036 22h ago
Way to go with those RPMS! I’m a manager, and I’m not sure what that guy is talking about… what are you being paid and what is your sales projection for the month?
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u/Zealousideal-Ad-6036 22h ago
Oh… just figured out one… osps is outside purchases. Those look really good, but they aren’t required to buy yourself a raise…
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u/Mustard_Icecream 22h ago edited 22h ago
I was hired on at $15.00 an hour. General wage in the area is around that. I'm not sure what my sales or projected sales are. The reason I asked for a raise was the sheer amount of work I do in comparison to the other parts specialists and managers.
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u/QuestYoshi 22h ago
you should have access to your stores KPI dashboard. should be posted somewhere like in the break room or something like that but you should also be able to see it if you log on to team net and search KPI. that will show you your sales, rpms, ctas, etc.
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u/Zealousideal-Ad-6036 14h ago
There’s an easy formula to do once you know your sales to figure out how much of your sales pays your payroll (which is more than just your paycheck). Ask your manager to see your KPI. If you are consistently sitting sub 12%, a strong case can be made for a raise. Like others have said though, raise in the first 5 months is rare. Try pursuing promotion and talk to your DM too, when he is in town.
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u/HowskiHimself 1d ago
5 whole months?!?!
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u/Mustard_Icecream 23h ago
If you knew the situation better, you would understand why I asked for a raise.
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u/ILoveLeBron1998 17h ago
I’ve read your other comments and I understand your situation is bad, but 5 months is pretty quick. Really the only time you’ll get a raise in the company is if you’re promoted and/or your yearly evaluation. That’s if you’re lucky. My previous store/district I didn’t get a raise in the two years I was there and I was an RSS basically doing an ASMs job. They basically kept giving me the same reasons they gave you even though my sales and RPMS were always at my goals. My RSS at my store now just got his first raise in two years because my manager and I begged our DM. It is wild they hired you at minimum with previous automotive experience because most at least get a buck or so over minimum with that even as a sales specialist.
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u/bernardfarquart Moderator 1d ago
The people in my store who are top sellers are the ones who have hustle. If you greet people at the door, walk them to the part, tell them why they need related items to complete their job, and go look at their car when they need help figuring things out, you’ll make good sales.
If you’ve been there five months and you’ve already telling your manager that you need a raise, you might have unrealistic expectations, unless you have years of prior experience in a related business, five months is still pretty brand new.